The full guide to mastering calls with inbound leads (and a cheat sheet you should bring to your first 100 calls) Sales and Selling |
- The full guide to mastering calls with inbound leads (and a cheat sheet you should bring to your first 100 calls)
- What’s the difference between working for a large company and a small company?
- closed on my very first call!!!
- How To "Start" My Sales Business
- Loan Officer Career change
- What are your preferred sales enablement software/tools?
- Cold-Calling Personal Cell Phones
- Is this a Good way to get meetings set?
- Car dealership schedule advice
- When someone tells you "when we are ready we will get in touch with you"
- How should I go about taking payment for a sale done in person?
- Roofing sales
- How to properly 'qualify' leads to assess closing ratio in industry with many unqualified leads?
- Multiple BDR options
- Would like to build a Sales Consulting / Interim Management Business but don't know where and how to start.
- Big Decision To Make. Could use advice.
- Payroll objections?
- Not sure I want a job I applied (and have an interview) for now
- I've sold $1.5M of physical products in my ecommerce business and I'm looking for advice on the best sales job I can get
- Can two asynchronous people working from home share the same CRM account from different computers located in different homes?
- Average sales salary for SMB AE?
- How was everyone’s first day back in the office! I would love to hear about it
| Posted: 05 Jan 2021 08:49 AM PST The first call with a potential customer is one of the most important stages in a sales funnel, simply because it's a unique opportunity to make a great first impression. Since I started doing sales calls, I approach my cold calls and warm calls with the same seriousness. In this post, I'm going to focus on warm calls with inbound leads. Taking a few minutes to prepare your calls is one of the most important factors when it comes to closing. I've learned that inbound prospects are usually evaluating several other tools so I strive to stand out amongst their other daily interactions every time they pick up the phone with me. This process is a result of several iterations over several hundred calls by myself and my sales team. I tried to distill best practices and want to provide insights into what I have seen work and not work. The main thing I know that works is preparation & training. In my best sales calls I was always fully prepared with this cheatsheet. The first step is: PreparationIt's crucial that you learn about the company and the prospect at the same time. For instance, when I'm learning about the company for my use case I try to understand:
Whereas when I'm learning about the prospect I usually visit their LinkedIn profile and try to get insights from it. It's valuable that you show your prospect that you have spent some time doing your research. Note: While checking the prospect's LinkedIn, perhaps you will find connections or interests in common or even similar background education. This can make you two easily connect during the call. The second step: the CallThis is the time to actively listen to your prospect's pain points, ask questions to get all the information you need about the prospect and the company. 1- Start by building rapport. After setting a nice tone, make it all about them. The time you spend talking on a sales call has a significant impact on your chance to close the deal. In fact, top sales performers are known for consistently letting their prospects talk about 60% of the time, so it's your prospect who should be talking the most. I often get surprised by the amount of information prospects share when we ask open-ended questions. 2- Make sure your research is well informed. Try to get answers to your questions and have your prospects verbalized their pain points before you start pitching. 3- Give your pitch. Once both of you have acknowledged your prospect's pain, you will now be better informed to give your prospect an adapted pitch about how your product solves their issue. 💡 Insightful Note: If you're not able to find any good arguments that could make your product useful to the company, maybe it's because it doesn't qualify as a potential user. You should acknowledge this and since it's very unlikely that you would be getting a deal from here, avoid wasting your time trying to sell and focus rather on creating a connection they might be a buyer in their next company. The third step: Next stepsKeep your lead moving further along the sales funnel by making sure you have well defined next steps. For example, if you want a follow-up meeting to do a demo, make it so that you book it at the end of the call. Or if you want to involve other decision-makers, make sure you know who they are at the end of the call. When you see you only have 5 more minutes in your calendar, you should schedule the next meeting step before you finish the call and your prospect has to leave unexpectedly. It's also important that you know if there are other people to be involved in the deal and your prospects know exactly what to do next. Note: If you fail to schedule the next steps, you may end up losing a client because the prospect couldn't find it easy to schedule the next call with you, or your proposal lost relevance after they had a call with another competitor that already gave them a trial version they are enjoying. Wrapping Up…The main thing I know that works is preparation & training. Keep pushing it! ------- I have helped 200+ clients optimizing their outbound sales strategy over the years to schedule more calls. I'm constantly testing new hypotheses to see what works and regularly share the insights with thousands of sales & marketing leaders here. Feel free to reach out if you need help with your cold outbound efforts, happy to help! [link] [comments]  |
| What’s the difference between working for a large company and a small company? Posted: 05 Jan 2021 05:31 AM PST I use to work for a 10,000 plus government department in a non-sales role. I have since done sales for a 8 person start-up and sales for a 100 person scale-up. The start-up wasn't pleasant. I had previously worked in the government role so I was use to structure and clear expectations in my role. I have since moved onto the scale-up and enjoy how things are a little more structure but still a bit chaotic. I don't know what it's like to work in a larger enterprise. Who has done both and can share with me what is different? Pros and cons? [link] [comments]  |
| closed on my very first call!!! Posted: 05 Jan 2021 12:22 PM PST So a little background: Im about to turn 21, and got introduced into the world of sales about a few months ago, just because I needed a job during covid: I have a business but I wasn't getting any clients. Completely hated it and quit after about a month because I wasn't making sales, and cold calling people was really stressing me out. Fast forward to about two months later, I found this sub and completely binged all the recommended books, posts etc etc. Realized I actually didn't necessarily hate sales, but the product they had us selling sucked and the script was horrible (they were borderline scamming people). I completely revamped my business with a model that could use sales and cold outreach to get clients instead of waiting for people to come to me needing my services. And after all my research, I started cold emailing yesterday and booked a call for today, and today on the very first call with him I closed!! It was only for a $600 product, but I'm still super excited and really thankful to everyone who ever contributed here because it helped more than you can ever know lol [link] [comments]  |
| How To "Start" My Sales Business Posted: 05 Jan 2021 10:54 AM PST Hey all, I'm a salesperson with a decently lucrative sales gig I'm working right now. As it stands, I use all of my more seasoned business partner's infrastructure– his payment processor, his accountant and LLC. I don't know how any of this stuff works, and frankly neither does he, so he's not able to answer many questions for me. I'm trying to figure out where to start now. I don't need any help with the sales process itself, but I have nothing of my own in terms of business infrastructure or paperwork. Is there a good free course or centralized resource that I can study to learn how to approach this stuff? Especially as a self-employed salesperson potentially looking to expand to a larger company as time goes on. Any guidance is greatly appreciated :) [link] [comments]  |
| Posted: 05 Jan 2021 09:45 AM PST Hi all, Currently working a finance operations job with poor benefits, fairly low pay, and not a lot of room for growth. I started looking into other career paths and received an interview invite for a loan officer position. I worked a cold calling job for around 6 months so a career in sales seemed like an interesting move. The interviewer provided a full breakdown on salary and commission but I have no idea if this is competitive or would be more lucrative than the job I am currently at. Wanted to know if anyone could way in on what I may be able to make in the next few years as I learn and grow in the role. Also was looking to see if this is a competitive offer or if I should be looking elsewhere for a potential move. For reference: Current pay around 45,000, a little more with overtime hours. No benefits or time off 24, almost two years out of college Maryland/DC area Compensation: Immediately upon the Effective date of your hire, your salary will be $24,128 annually. Bonus Compensation: Immediately upon the Effective your date of hire, you will receive the following compensation for each funded loan you assist in originating, closing, and funding within a calendar month. Basis points are factored off loan volume only. BPS commission is based off the tier retroactive to dollar one based on loans funding in a calendar month. All loans must close and fund (including the right of rescission and funding received) by the end of business on the last payroll period of the month to qualified for Tier based commission. Loans that fund the first payroll period will be paid on the second payroll period of the month. Loans that fund within the second payroll period (the last payroll period of the calendar month) will be paid commission based upon tier achieved the first payroll of the following month including any tier achieved commissions. If a new tier is achieved within the 2nd payroll at the end of the month, the difference owed will be paid on the check of 1st payroll of the following month (i.e.- the company will reconcile and settle any tier difference commission due to the originator at that time). The self-dialed compensation will only be paid out on loans that are sold from Call backs (cold calls) from direct mail missed-call lists that are supplied to you via operations through your dialer every week on Fridays normally. When a self-dialed loan closes and funds you will paid according to the tier achieved on self-dialed loans (see LOA compensation plan). FORWARD MORTGAGE COMPENSATION: LOA Unlicensed (Flight School) Company provided leads: Commission Structure: • 75-750K- 10bps • 751K-999K-20bps • 1.M to 1.5M- 30bps • 1.6M to 2.5M- 40bps • 2..6+ 50bps LOA Unlicensed (Flight School) Self-Dialed leads: • 75-750K- 20bps • 751K-999K-30bps 1M to 1.5M- 40bps • 1.6M to 2.5M- 50bps • 2.6M+ 60bps LOA Unlicensed (Flight School) *Self-Generated* • 75K-10MM- 50bps REVERSE MORTGAGE COMPENSATION: LOA Unlicensed (Flight School) Company provided leads: 30k-249k UPB- $250.00 • 250k+ UPB-$500.00 LOA Unlicensed (Flight School) Self-Dialed leads: • 30k-250k UPB- $500.00 • 250k+ UPB-$750.00 [link] [comments]  |
| What are your preferred sales enablement software/tools? Posted: 05 Jan 2021 07:03 AM PST I know sales enablement is a vast category, but what are your preferred tools/software that you use to help you as a salesperson? And what/how do they help you with sales? We've changed our sales team and approach quite a lot during the pandemic so for the new year, would like to get some inspiration on what tools people are using and see if there's anything that could work for us. [link] [comments]  |
| Cold-Calling Personal Cell Phones Posted: 05 Jan 2021 06:38 AM PST Hello! I'm new here, and I feel like this is a topic that could have been addressed in the past, but I am curious: I have always been a little hesitant making cold-calls to prospect's personal cell phones, just because I know I get pissed off when people I don't know call me on my personal cell phone. It also creates a creepy feeling of "how did you get this number...". I understand this feeling can also be felt calling someone's direct work line (of course). But for some reason, calling a persons cell phone has always felt a little too intrusive to me for cold-calls, unless I already have spoken to the contact before. My question is, has anyone had great success in calling mobile phones rather than direct work lines? Or bad experiences? The thing is, although I have stayed away from it for the most part, we are all in sales and we get paid to have the uncomfortable conversations, so I know it is something I should possibly do more often. [link] [comments]  |
| Is this a Good way to get meetings set? Posted: 05 Jan 2021 12:29 PM PST I work for a SAAS app on the ServiceNow platform. My boss came to me with the idea to give a $100 Amazon Gift Card to every ServiceNow customer who sits through an individual demo with us. We obviously center our business around these demos as they are the only way to get our product in front of prospects. Has anyone had success with doing soemthing like this? Do you think it's worth a shot? [link] [comments]  |
| Car dealership schedule advice Posted: 05 Jan 2021 08:33 AM PST So I've been working at the dealership for 3 month (my firsy time working in that sphere). I've got a question considering work schedule. Mine is supposed to be 9am-7pm or 11am-9pm, but most of the time our manager just makes it 9am-9pm, and it's kind of frustrating, especially on Tuesdays and Wednesdays when there are not that much customer. So the question is, should I quit and go to the other one with the possibility of better work schedule? And the second question is, should I try myself in other sales sphere if I was pretty good in car sales? Thanks! [link] [comments]  |
| When someone tells you "when we are ready we will get in touch with you" Posted: 05 Jan 2021 12:10 PM PST So had a prospect put a POC on hold as they're too busy at the moment and says they are going to let us know when they are ready. How would you respond to this to get control back? Or do you think it's just dead in the water now? [link] [comments]  |
| How should I go about taking payment for a sale done in person? Posted: 05 Jan 2021 12:06 PM PST I'm a private seller and a buyer wants to pay for an expensive item. How should this be done so that I immediately and safely receive the payment? What precautions should I take? Thanks [link] [comments]  |
| Posted: 05 Jan 2021 08:11 AM PST I'll be starting a roofing sales job in ~2 weeks. This will be my first job in sales, so I was hoping to get some advice from some of you who have been, or are currently in roof sales. The guy I talked to said that I would do orientation/training on a Friday and then the next day I would be knocking doors. He said after about a week they'll start cutting people who they don't think will make it. I really want to succeed at this, so is there any advice y'all can give me to make sure I can stand out and be successful, especially in the first week so I won't get cut? Anything you wish you knew before you started? Thanks [link] [comments]  |
| How to properly 'qualify' leads to assess closing ratio in industry with many unqualified leads? Posted: 05 Jan 2021 11:15 AM PST Per title, we are a service based company (moving company), and operate out of 2 major cities. However, we also provide 'long distance' moving, but many of those require our trucks to be in the area in order to achieve these moves (major flexibility required on customer's end). However our ad campaigns are broad and the brand awareness is increasing, so our sales people are getting a ton of leads outside of our 2 bread and butter cities, of many we simply cannot do. What management does is look at the overall picture (how many leads added, and how many of those were closed) without properly qualifying them - since we add so many that are not possible or ineligible right from the start. We simply entertain them in the event stars align and we can end up doing them. Is there a way to find a 'proper' closing ratio of simply the 'qualified' leads, without a lot of manual work? We are using Pipedrive. Leads come in via Google adwords (phone or form submissions). We add everyone into Pipedrive, present estimates, follow up, and try to book. But a big bulk of these leads, as I said, are just ineligible off the bat - if the stars align for some of them, sure they could be 'qualified' but those are contingent upon so many other factors. [link] [comments]  |
| Posted: 05 Jan 2021 11:10 AM PST Hey guys, just wanted to let you all know that I've been a long time lurker on here but never really took any action until recently (early December). Thanks to the help from this subreddit, I've landed quite a few BDR interviews (almost too many) and would like some advice as to what is the best way to stand out and create a lasting impression on recruiters. Also, how should I go about choosing which company to work for? I'm considering all things including pay structure, WFH or if I have to commute to the city, average deal size, length of sales cycle, % of team to quota, etc. For those in BDR roles, how did you stand out in interviews and decide which company to go for? Any advice is appreciated. Thank you! [link] [comments]  |
| Posted: 05 Jan 2021 07:16 AM PST Dear community, hope you had a great start into the new year. I'm following this sub for a while and enjoy the good and helpful content. For the past years I've been working in Sales & BizDev and reached Head/Director level with a team of >25 people. However, the year 2020 was pretty rough for me and now I'm thinking to build a small Sales Consulting and/or Interim Management business but don't know where to start. I hope that somebody here went through the same and could help out. Cheers! [link] [comments]  |
| Big Decision To Make. Could use advice. Posted: 05 Jan 2021 07:04 AM PST So I've been an sdr for 6 months hitting quota but management keeps changing expectations. This is for a SaaS company that is doing very well and growing big time. I was just offered an AE role at a growth advisory firm for 60k base 120k ote. But, I've never been in a closing role before and it's a smaller company than the one I'm at. My current has 80 employees, the new one would have 15 with me. I currently make 52k and 70 ote. The money isn't really the issue, I'm just wondering if anyone has any advice for someone in this position? Any and all advice is appreciated. [link] [comments]  |
| Posted: 05 Jan 2021 10:32 AM PST Just got a job cold calling for a popular payroll company in the USA. I'll be doing a lot of cold calling, wanted to see what objections you guys foresee me coming across, and how'd you over come them . [link] [comments]  |
| Not sure I want a job I applied (and have an interview) for now Posted: 05 Jan 2021 10:00 AM PST this is a little TLDR, so forgive me for that but I also think it's important to give my full background. so i have been at my current company for over 13 years- 8 years of it in sales (I am part of the science education segment selling into school/community college markets). I have been in inside sales for my full sales career here- working from an office (though working at home since March of last year). I cover currently 6 states (my initial territory was only 3 states back when i started), and over the years they have added more territory to the inside reps for no additional pay. I doubled my initial territory when i had it, and so when the 2nd round of states were added to the inside team i didn't get anything since my territory was already at 3.2 million. With this last year, our sales have dropped considerably and some outside reps were laid off- because of this we have had more states added to us (my territory performed at 2.5 this year so they added 3 more states to get me to a 3.5 million territory, even though this wasn't a normal year at all). This time, they actually listened to us and with sales reps dropping like flies due to a lot of the bs that went down last year, they gave me an 11% raise to accommodate for the huge loss in commission last year as well as the new states being added. i am thankful for this boost, especially with the current times, but to be honest this 11% raise wasn't much for what my job currently covers now. My pay isn't great in my opinion, even with my raise its still under 50k for base and with TCC it comes to 65k. I can and have gone over that when the years are normal, but never high enough to break 100 even when I am the top sales rep. So this now comes to the job i applied for- an outside sales job is open for NY. I always told myself I would apply for this if the rep should leave, however this territory now includes NYC and Pittsburgh. I am not in a situation where I can travel a ton- i have a dog and am not married though I do have a bf that stays with me often. The job would obviously be remote for awhile until things hopefully get back to normal. I also know the rep that left was making at least 80k base- but I know they will try to low-ball. I am still trying to get a job with a better base though, and after thinking about it I applied anyway. I have since gotten a request for a phone interview, but now I am having second thoughts. For instance, I didn't think about my car situation. I have a pretty nice car that I would never want to drive everyday and put too many miles on- so that would be an issue since the company provides only an allowance for that and not an actual car. Also, this territory isn't the greatest either and can be tough- the rep before me had a lot of experience and was great, but never really excelled in this territory. Though I am sure even with his lower numbers he made more than me just with base and higher commission. . So now I am thinking i would rather just apply for something external and get out, and I have seen many inside remote jobs with higher pay where I wouldn't need to travel. How do i handle this now? Do i just go through the entire interview maybe to see what would be offered (if i do get an offer), and go from there? Because lets say they offer me at least 70k base... i might reconsider. But I also don't want to blindside my boss and be like eh i changed my mind. maybe i should just call my boss and be upfront about how i am not sure? [link] [comments]  |
| Posted: 04 Jan 2021 05:55 PM PST TL;DR: Where can I work my face off and make as much money as possible in 6 months? Hey all, first off - amazing subreddit, thank you to everyone for your contributions, I found about about you guys two days ago and I've learned so much. So I'm 23, I've always been a self starter, bored with anything traditional. Dropped out of college after 1 year, did Cutco (direct selling, only a notch above door to door), started with a network of 2 people and went on to be one of the top performers of our office, then I flipped stuff on ebay, sold on Amazon, did everything under the sun to pay the bills - and then I found e-commerce. Long story short, struggled for about 8 months but finally found a model that worked and I've since sold $1.5M online. I've had to hire people, fire people, hire agencies, fire agencies, find new products to sell to adapting markets, I went to China to source products and make relationships with suppliers. I have done every role in an e-commerce business from the ground-up and back down simultaneously for the past 3 years. For various reasons, I'm looking for a "real" job. Not all about the money - I need to get out of the house and see people since I've been inside for all of COVID, AND I just moved to Denver, so new city, don't know anyone - but I would like to get something where lots of work= lots of pay. The thing that sets me apart and the reason I'm making this post is because I'm very willing to grind till my teeth fall off. Long Hours don't matter, I don't want work life balance, cold calling, door to door, doesn't matter, rejections don't matter. I'm a nut for learning more and getting better. Cutco had a resource with thousands of videos from the top sales reps and I'm pretty sure I was the only one in the office that watched them but they helped me get so much better. I listen to audiobooks all the time, I'm willing to be coached, and read or go through any sales training, I love learning new sales skills and there's nothing quite like instantly seeing the results the next time I talk to a prospect. Where can I put in 150% and make as much money as possible? I've been looking at commissions-only stuff and I'm happy to grind grind grind and think outside of the box for prospecting but I'm not good at telling which of them are legit and which are a saturated mess that's not worth anyone's time (something, something, credit card processing companies...?) I'll probably be back to working on my own stuff within a year at most so I'm not looking for good multi-year prospects, just looking to hit it hard in the next 6-12 months and get the most out of it. And one last thing - I would really like for it to be in person. I know a lot of the good SaaS, startup etc. stuff is remote now because usually that's a perk, but I've been remote for years and I just need some human interaction. Willing to consider remote, but primarily would like face-to-face. Just trying to figure out if there's anything better than just going to a car dealership as was my original idea. Thank you all again! [link] [comments]  |
| Posted: 04 Jan 2021 09:15 PM PST I was wondering if 2 people could share the same CRM SaaS solution with one license. The two people live away from each other, and they use different PCs, and they'd use the SaaS CRM systems at different times from one another. [link] [comments]  |
| Average sales salary for SMB AE? Posted: 04 Jan 2021 09:16 PM PST This would be for Bay Area. Looking to see what are the competitive salary numbers for my negotiation! Feel free to recommend any accurate salary insight websites too! Edit: this would be for software sales [link] [comments]  |
| How was everyone’s first day back in the office! I would love to hear about it Posted: 04 Jan 2021 08:02 PM PST Hey everyone, just want to hear how your first day back in office went! I'm a BDR at a SAAS company! My day was pretty good! I followed up with my team and spoke to a few prospects and I got one to agree to a demo! [link] [comments]  |
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